These are really rough times for some sales teams and we wanted to help sales teams navigate through this. Here are insights from a few experts in the industry on "How B2B Buying & Selling will change in 2020".

In this eBook, we have tried to answer questions like...

• What are some of the new obstacles faced by other sales teams especially after the pandemic and what can you learn from it?
• How has the buying process changed in light of COVID-19?
• How can sales teams continue to have meaningful conversations?
• Is it ok to be cold-calling or emailing prospects right now?
• What type of messaging should be used in cold outreach to build relationships without pissing off your prospects?
• What can sales, success & marketing teams do together in this time?
• With layoffs dominating your team’s LI feed, how do you continue to motivate your sales reps?

We are glad to have interacted with the best. If you are in sales you should follow them.16 Characteristics of Greatness by Don Yeager was shared with me many years ago and I loved it. I made a few changes and simplifications below but it's the same at its core.1) Hate to lose more than love to win.2) Understand the value of association.3) Belief and faith.4) Positive and enthusiastic.5) Hope for best - prepare for all possibilities.6) No off-season. Goal is always what's ahead.7) Visualize victory before they begin.8) Adversity is fuel.9) Thoughtful risk-taking - no fear of mistakes.10) Know when and how to adjust.11) Assume whatever role it takes for the team to win.12) Play for more than money.13) Character defined by how you treat those who cannot help you.14) Comfortable in own skin in any environment.15) Embrace idea of being a role model.16) Legacy is more than what they did on the field.We have a unique opportunity right now to work on ourselves and our craft, as we pursue greatness in one form or another. Not sure where to find events to help you get better? Here are a few that I am participating in that are coming up in the next few weeks:Remote does not mean DisconnectedMike Smalls, Scott Leese, Becc HollandApril 15 @ 5PM CSTLegalize It: Richard Harris, John Barrows, Scott LeeseApril 20 @ TBDSales Engagement MastersJake Dunlap, Justin Welsh, Kevin Dorsey, Scott Leese, Jeremy Leveille, Courtney Johnson, Molly MitchellApril 23 @ 1 PM ESTVendorNeutralOllie Whitfield, Scott Leese, Jim Berryhill, George Bronten, Mike SimmonsApril 28 @ 1PM ESTThursday Night SalesScott Leese, Justin Welsh & Amy VolasThursdays Weekly @ 8PM EST